Lucrative Commercial Cleaning Contracts: Proven Successful Strategies
The commercial cleaning industry is fiercely competitive, with every cleaning business vying for lucrative contracts that promise steady work and substantial revenue. To stand out in this crowded market, cleaning businesses need to think outside the box and employ creative, strategic approaches to securing those high-value contracts.
This blog will share practical strategies and real-life examples that have proven successful in winning lucrative commercial cleaning contracts, helping you outmaneuver your competition.
1. Rotate Value Propositions: Finding the Right Hot Button
Start with Consistency:
Consistent communication with commercial prospects is key. However, sticking to the same pitch or service offering every time can lead to diminishing returns. Different businesses have different needs, and what works for one may not work for another.
- Example of Success: One business owner shared how they called, emailed, and mailed a commercial prospect for years without success. They tried janitorial services (no interest), carpet cleaning (still no interest). Finally, a creative approach with a jumbo postcard about restroom floor tile cleaning caught the prospect’s attention.
- Result: Within a week, they landed a contract. This demonstrates the importance of rotating value propositions to discover the prospect’s pain points or ‘hot buttons’.
- Takeaway: Don’t give up after one or two no’s. By continually rotating your service offerings and marketing angles, you’re more likely to hit on something that resonates.
For more tips on creative marketing approaches, check out our blog on effective cold calling techniques for cleaning services.
Example of Rotating Value Propositions
2. Utilize Local Business News: Spotting Opportunities
Stay Informed:
Keeping up with local business news can reveal valuable insights into which companies are growing, buying other businesses, or engaging in new construction projects.
- Strategy:
- Subscribe to local business journals, news websites, and newsletters.
- Set up Google Alerts for key terms like “new office opening,” “business expansion,” or “commercial real estate development” in your area.
- Example of Success: A cleaning business owner regularly read the local business section and learned about a tech startup that had just secured new funding. By reaching out early, they positioned themselves as the go-to cleaning service before the competition even knew about the opportunity.
- Takeaway: Create a ‘hot lead list’ based on information from business news. Being proactive and early to reach out gives you a significant advantage over competitors who may not be aware of these developments.
Explore more about how to create a hot leads list for your commercial cleaning business.
3. Pay Attention to Construction Projects: Stop By and Introduce Yourself
Be Observant:
While driving around, keep an eye out for new construction projects, particularly those that might be near completion. New buildings and offices often need cleaning services before, during, and after construction.
- Action Plan:
- Stop by construction sites and introduce yourself to the site superintendent.
- Leave your business card and a brochure detailing your post-construction cleaning services.
- Example of Success: One cleaning business owner made it a habit to stop by every construction site they saw. By simply handing over a business card and having a brief conversation, they often secured at least two leads per month. These introductions can lead to both immediate and future cleaning contracts.
- Takeaway: This direct, personal approach helps build relationships early and can lead to both post-construction cleaning contracts and long-term maintenance agreements for the new occupants.
To learn more, visit our guide on how to get cleaning accounts referred by construction companies.
Leveraging Local Business Associations for Success
This chart shows how joining a local association or chamber of commerce can significantly increase the ROI of various marketing tactics.
| Marketing Tactic | ROI Without Association Membership | ROI With Association Membership | Increase in ROI |
|---|---|---|---|
| Email Marketing | 3% | 13% | +10% |
| Phone Calls | 4% | 16% | +12% |
| Direct Mail | 2% | 12% | +10% |
| Networking Events | 5% | 25% | +20% |
| Sponsorships | 3% | 21% | +18% |
| Branding Materials | 4% | 14% | +10% |
4. Promote Cleaning Services with Local Business Associations
Leveraging Local Business Networks:
Utilize local chambers of commerce and business associations as a marketing strategy to promote your cleaning services.
- Boost Your Campaign Success: Engaging with local business associations isn’t a one-stop solution, but it can significantly boost your marketing efforts. For example:
- Cold campaigns may yield 1 estimate for every 50 contacts.
- An association campaign can improve that ratio to 1 estimate for every 30 contacts.
- These numbers can improve even more with consistent networking, participation in events, and sponsorships.
- Effective Marketing Campaigns:
- Utilize telemarketing, email, and direct mail campaigns targeted at the membership list.
- Include branding materials like decals and logos on all marketing content.
- Engage in networking activities and consider sponsoring events or newsletters.
- Implement door-to-door selling strategies to connect directly with potential clients.
- Strategic Planning: Decide on your budget and time commitment upfront. For instance, if your monthly marketing budget is $1,000, you might allocate $50 and 2 hours per month specifically for association-related activities.
- Types of Associations: Consider regional and local chambers of commerce, professional groups (e.g., realtors, dentists), BOMA (Building Owners and Managers Association), property investors, and affinity groups like women-owned businesses.
Explore more strategies in our post on using chamber memberships to elevate your cleaning business.
5. Leverage Referrals and Testimonials
Ask for Referrals:
Satisfied customers are your best advocates. After successfully completing a job, ask clients for referrals to other businesses that might need cleaning services.
- Gather Testimonials: Request testimonials from happy clients and use them on your website, marketing materials, and during sales pitches.
- Example of Success: A cleaning company made it a standard practice to ask for referrals and gather testimonials after each project. This approach not only brought in new business but also built credibility and trust with potential clients.
- Takeaway: Word-of-mouth is incredibly powerful in the commercial cleaning industry. Positive reviews and recommendations can be the deciding factor for businesses when choosing a cleaning service.
6. Partner with Complementary Businesses
Create Alliances:
Partner with businesses that serve the same client base but are not direct competitors, such as office supply companies, commercial real estate agencies, or interior decorators.
- Mutual Referrals: Offer to refer your clients to these businesses in exchange for them recommending your cleaning services.
- Example of Success: A cleaning business partnered with a local office furniture supplier. The furniture supplier included the cleaning business’s brochure in their delivery packages, leading to a steady stream of new clients for both businesses.
- Takeaway: Partnerships expand your reach and client base, providing a steady source of potential leads.
7. Leverage PR and Thought Leadership to Build Credibility
Establish Expertise:
Position your business as an industry leader by engaging in public relations activities, such as speaking at local business events, writing articles for industry trade publications, and participating in panel discussions.
- Promote Your Successes: Actively promote any awards or recognition your company receives. Display these accolades prominently on your website, marketing materials, and social media channels.
- Engage with Industry Media: Submit press releases to local newspapers and online platforms about your achievements, new contracts, and community involvement.
- Example of Success: A commercial cleaning company won a local “Best Business” award and capitalized on it by issuing a press release, sharing it on social media, and featuring it in email newsletters. This recognition helped establish them as a trusted, reputable service provider.
- Becoming a Thought Leader: Write blog posts or white papers on best practices in commercial cleaning. Offer expert advice on topics such as maintaining cleanliness standards in office environments or the importance of regular deep cleaning.
Check out our tips on effective PR strategies for janitorial businesses.
Conclusion
Winning lucrative commercial cleaning contracts requires creativity, persistence, and strategic thinking. From rotating your value propositions to leveraging PR and thought leadership, these methods can help you outmaneuver the competition. Start implementing these strategies today to secure more commercial cleaning contracts and grow your business. Remember, success comes from consistent effort and the willingness to try new approaches. Don’t be discouraged by the competitive landscape.
With the right strategies, you can carve out a significant share of the market and secure lucrative contracts that boost your business’s bottom line.